Inside Sales Representative
Karius
Summary
The Inside Sales Representative (ISR) plays a critical role in Karius' commercial strategy by driving proactive outbound engagement and early-stage opportunity creation within a defined, region-based territory. The ISR focuses on initiating new conversations, securing meetings, and creating early commercial momentum, particularly within low-activity or early-stage hospital accounts. Working in close partnership with Clinical Sales Managers (CSMs) and Medical Science Liaisons (MSLs), the ISR owns the front end of the customer journey, progressing opportunities to a qualified meeting and ensuring a smooth handoff to the field team for continued development.
Job description
Position Summary
The Inside Sales Representative (ISR) plays a critical role in Karius' commercial strategy by driving proactive outbound engagement and early-stage opportunity creation within a defined, region-based territory. The ISR focuses on initiating new conversations, securing meetings, and creating early commercial momentum, particularly within low-activity or early-stage hospital accounts. Working in close partnership with Clinical Sales Managers (CSMs) and Medical Science Liaisons (MSLs), the ISR owns the front end of the customer journey, progressing opportunities to a qualified meeting and ensuring a smooth handoff to the field team for continued development.
Key ISR Job Functions
- Execute proactive outbound calling and multi-channel outreach to initiate conversations with targeted hospital stakeholders
- Design and implement structured prospecting strategies and outreach cadences
- Secure qualified meetings with appropriate clinical, laboratory, and administrative decision-makers
- Own early engagement for assigned low-volume or low-activity hospital and health system accounts
- Identify unmet needs, access gaps, and opportunities for further engagement
- Progress accounts to a defined next step, culminating in a qualified meeting for CSM/MSL handoff
- Support regional events, speaker programs, and conferences through pre-event outreach and post-event follow-up
- Convert event engagement into scheduled meetings and qualified opportunities
- Accurately document outreach, interactions, and meetings in Salesforce
- Maintain visibility into ISR-owned activity, opportunity progression, and handoff status
Primary Responsibilities
- Proactively introduce Karius' diagnostic technology to key hospital stakeholders involved in diagnostic decision-making
- Source new opportunities through structured outbound calling and targeted outreach
- Secure and schedule qualified meetings for CSMs and MSLs
- Qualify leads by identifying clinical needs, institutional priorities, and appropriate next steps
- Conduct introductory, high-level technical conversations to assess fit and interest
- Own early-stage opportunity progression through meeting creation and documented handoff
- Support early evaluations by facilitating access and coordination prior to field ownership
- Partner with CSMs/MSLs to align on targeting, messaging, and territory priorities
- Support regional meetings, events, and programs by driving pre- and post-event engagement
- Collaborate with Sales, Marketing, and Product teams to share market insights and feedback
- Maintain accurate CRM documentation related to ISR-owned outreach, meetings, and opportunities
- Participate in training, team meetings, and industry events as required
- Contribute to a collaborative, high-performance commercial culture
Position Requirements
- Bachelor's degree; advanced degree or MBA a plus
- 2+ years of sales or business development experience in life sciences, diagnostics, medical devices, or pharmaceuticals
- Demonstrated success introducing novel or transformational products in complex clinical environments
- Strong communication, organization, and prioritization skills
- Ability to engage a wide range of hospital stakeholders with confidence and professionalism
- Experience working collaboratively within a team-based commercial model
- Proficiency with CRM systems (Salesforce preferred)
Requirements
- Bachelor's degree
- 2+ years of sales or business development experience in life sciences, diagnostics, medical devices, or pharmaceuticals
- Demonstrated success introducing novel or transformational products in complex clinical environments
- Strong communication, organization, and prioritization skills
- Ability to engage a wide range of hospital stakeholders with confidence and professionalism
- Experience working collaboratively within a team-based commercial model
- Proficiency with CRM systems (Salesforce preferred)
Company overview
Karius is a pioneering clinical metagenomics company headquartered in Redwood City, California, founded in 2014 with intellectual property developed at Stanford University. The company specializes in transforming infectious disease diagnostics through advanced genomic testing technologies. Karius's flagship product, the Karius Spectrum test, leverages plasma metagenomic sequencing of microbial cell-free DNA to detect over 1,000 pathogens including fungi, bacteria, parasites, and DNA viruses from a single blood sample. This innovative approach enables clinicians to make rapid treatment decisions for patients with deep-seated and difficult-to-diagnose systemic infections. The company operates a CLIA-certified and CAP-accredited laboratory and serves over 600 leading hospitals and transplant centers across the United States, having processed more than 100,000 patient samples. Karius combines genomics with artificial intelligence to analyze complex genomic data in real time, providing unprecedented diagnostic insights that help reduce reliance on invasive diagnostic procedures and accelerate patient care. The company's mission is to create a world where infectious disease is no longer a major threat to human health through timely and accurate diagnosis.